I love every episode of Feminist Founders, but this one is truly a must-listen.
Natalie Bullen (she/her), owner of Unapologetic Wealth, is truly a powerhouse coach and consultant. When you listen to her episode, you will see why her clients accelerate their revenue with high-ticket sales. Website | Instagram | Facebook
Honestly, hers is an episode you’ll want to return to again and again as a pep talk for charging more, selling more, and working less. It’s just so freaking good.
In this bonus contest for Feminist Founders subscribers, Natalie shares 3 tips for developing a sales mindset. And it’s another kick-ass pep tlak.
Watch our 6-minute conversation or read the summary below.
Becky Mollenkamp: A lot of people have a lot of stories in their heads about selling. It makes them feel scared or nervous. For those folks, what’s your first tip for shifting that mindset?
Natalie Bullen: No. 1 is to reframe sales as solving problems for people. A lot of people who say they don't like sales, love their work and are passionate about it. Without sales, you don't have anyone to serve or problems to solve. Your clients don't want to be sold to, but they are interested in having their problem solved. When you sell to people, you're actually giving them a better life because you're allowing their problem to be solved.
Becky Mollenkamp: I like that idea of solving. Service can tap into the people-pleasing feeling of just giving it away.
Natalie Bullen: Right. So you can shift from selling to solving.
Becky Mollenkamp: Second tip?
Natalie Bullen: Cultivate an abundance mindset. Another resistance to sales is that you’re taking money from people. That’s a scarcity mindset because what you’re really saying is, ‘If I take this money from them, they're going to have less and it will harm them in some way.’ But money is infinite.
The U.S. Mint prints money all the time. It's the only reason why the U.S. hasn't defaulted on its loans.
Your client can make more money. You're not harming them. You are giving them an opportunity.
Start to believe that money is omnipresent, infinite, never ends, is always around. You’re not taking a slice of their pie away from them.
This is why I created my podcast on how to cultivate this mindset. It's so important to get out of discounting and giving things away. There are so many books on financial abundance and developing an abundance mindset. Google ‘how to cultivate an abundance mindset’ or read affirmations.
Get accustomed to the idea that there’s more money out there, and that you don't have to stifle yourself because you are a salesperson.
Becky Mollenkamp: Solving their problem is creating abundance for them. Even if that problem is, ‘I want this designer handbag because I want to be perceived in a certain way.’ That's still an abundant act for them. I think we often discount the problem we're solving
And the last tip that you want to share?
Natalie Bullen: Visualize your future. When people start businesses, they have a strong idea of what they want. It's utopia when we start our business, and then years pass and we get bogged down with client work and lose sight of why we’re doing this.
Visualize what your life looks like in two, three, five years. What is your ideal lifestyle?
My ideal lifestyle has very little work, and very little travel because I don't like to fly. I want fabulous clothes, a closet like Mariah Carey's that's a whole floor of my home. That's my dream. And I want multiple rental properties. The lifestyle I want is going to cost at least $2 million a year.
That puts things into perspective. Should I sell a $97 course? Or should I discount my service? Should I ask for the sale? The kind of business that I want and deserve is going to take big money. I can't play small and have the life that I want.
Visualize what you desire and tally up what it’s going to cost. Then ask if you’re anywhere in the ballpark of what you should be doing? I realized I need a $100,000 offer, so next year I'm launching a $100,000 offer because it's gonna get me to the goal that I want faster.
Becky Mollenkamp: The vision boards that so many people do at the start of a new year are about more than ‘manifesting’ in some esoteric way. They help you see where you're going. When you have a visual representation in your face, that motivation is there when you get on a sales call.
Natalie Bullen: And you have to admit if you're playing small, if you're a hypocrite. If you have a million-dollar house on your vision board, but you're paying yourself $2,000 a month, you’re hypocritical. You’re not in alignment with what you say you want. And that means that you’re not being the role model that your clients need you to be.
My clients charge more because I emboldened them to charge more. If you paid me $20,000 to coach you, you would be much more likely to say, I am deserving of a $20,000 offer as well. If Natalie can sell it, why can't I? But if I let you buy something cheap, then how can I then encourage you to sell something expensive?
There's a ripple effect. When you play small, you give other women permission to play small too.
Becky Mollenkamp: Thank you so much for sharing those tips because I hope people feel really inspired. And if you didn't listen to the whole episode, go listen because there's so much more of these amazing nuggets that were really helpful. Thank you, Natalie. All right, we did it.
Natalie Bullen: You are so welcome.